Platinum Customer Profiles Updated

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Go for better than gold customers. Go for Platinum. The easiest way to find them is to put together a profile so that you will recognize who you are looking for and so can your sales team. An up-to-date Platinum Customer Profile™ is the first key to a successful sales process.

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  • Photo from My Digital SLR photostream http://www.digitaldesktopwallpaper.com/
  • Profiling photo from IQoncept http://www.flickr.com/photos/37418570@N03/Positioning photo from charlijw http://www.flickr.com/photos/25765393@N07/
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  • Photo fromSpudd’sPhotostream http://www.flickr.com/photos/spuddorama/ - Bruce Trail
  • Platinum Customer Profiles Updated

    1. 1. With Jan Triplett, Ph.D. CEO, Business Success Center © 2010 Austin, TX<br />Platinum Customer Profiling™<br />© Business Success Center, Austin, TX 2010<br />1<br />
    2. 2. Your Passion, Our Expertise<br /><ul><li> Sales, marketing, and financial management advice & expertise to achieve success
    3. 3. 28 years of successful results for A-Z service & product businesses
    4. 4. Award-winning
    5. 5. Professionally certified
    6. 6. Proud to be green</li></ul>© Business Success Center, Austin, TX 2010<br />2<br />
    7. 7. Your Company Focus?<br />B to B?<br />B to C?<br />Better to be P to P <br />.)(. <br />(Belly Button to Belly Button)<br />© Business Success Center, Austin, TX 2010<br />3<br />
    8. 8. Your Desired Goal<br />Customers who are:<br /><ul><li> Most Lucrative
    9. 9. Easiest Sale</li></ul>© Business Success Center, Austin, TX 2010<br />4<br />
    10. 10. 3 P’s to Save $$ & Make Better Sales<br />Profiling<br />Positioning<br />Process<br />© Business Success Center, Austin, TX 2010<br />5<br />
    11. 11. Profiling is a process<br />Positioning is a strategy<br />Photo by http://www.lumaxart.com/<br />Photo by http://www.lumaxart.com/<br />© Business Success Center, Austin, TX 2010<br />6<br />
    12. 12. Benefits of a Platinum Customer Profile™<br />When used correctly, it results in:<br /> Shorter sales cycle<br /> Improvements to collateral<br /> Accurate positioning<br /> Higher price, less resistance<br /> Savings in marketing $$<br /> Better, more marketable product/service<br />© Business Success Center, Austin, TX 2010<br />7<br />
    13. 13. Sales Cycle: How Customers Buy<br />Consider what they are doing/buying currently<br />Determine the need to act<br />Set an overall goal<br />Identify inflexible constraints, desirable objectives; set priorities<br />Evaluate means to get what they want<br />Make a purchase<br />Rejoice or experience remorse<br />© Business Success Center, Austin, TX 2010<br />8<br />
    14. 14. Who’s your customer now?Who’s your prospect now?<br />Platinum & Gold create stabilitySilver has potentialBronze is uncertainLead is a time waster<br />Concrete is a business killer – never satisfied<br />Radio Active Waste is a long-lasting reputation reducer<br />© Business Success Center, Austin, TX 2010<br />9<br />
    15. 15. Platinum customers are…<br />• Visionaries<br />See problem as you do<br />See value of your solution<br />• Adventurous<br />Confident in you<br />Trust you<br />• Decisive<br />Hassle-free or less hassle<br />© Business Success Center, Austin, TX 2010<br />10<br />
    16. 16. Your Key to Long Term Success<br />They are:<br /><ul><li>Open
    17. 17. Actively refer
    18. 18. Provide Quality Control
    19. 19. Are engaged & offer ideas
    20. 20. Long term
    21. 21. Likeable
    22. 22. Trustworthy</li></ul>You should focus on finding these people, not just anyone.<br />© usiness Success Center, Austin, TX 2010<br />11<br />
    23. 23. Use the profile in your sales process<br />Pre-Qualification<br />Initial Contact<br />Marketing<br />Merchandising<br />Close<br />Reinforcement<br />Retention<br />© Business Success Center, Austin, TX 2010<br />12<br />
    24. 24. Platinum Customer Profile™<br />Identifies your best customer/prospect<br />in terms of:<br /> Demographics – facts<br /> Psychographics – emotions<br /> Behaviors – buying patterns, actions<br /> Geographic concerns<br />© Business Success Center, Austin, TX 2010<br />13<br />
    25. 25. Psychographics<br />Attitudes<br />Interests<br />Opinions<br />Value<br />Lifestyle<br />Risk<br />Behavior/Buying Habits<br />When they buy<br />How they buy<br />Why they buy<br />Geography<br />Local<br />US<br />International<br />Demographics<br />Age<br />Sex<br />Socio-economic status<br />Education<br />Language<br />Photo from AjdaGregorčič'sphotostream http://www.flickr.com/photos/ajdagregorcic/<br />© Business Success Center, Austin, TX 2010<br />14<br />
    26. 26. Owner’s/Manager’s Action Items<br />Create Platinum & Lead/Concrete Profiles™<br />Select “Blue Ocean” positioning<br />Review/revise pricing<br />Develop a sales process & train staff;make sure it incorporates customer’spurchasing process<br />Create/revise marketing plan & budget<br />Revise collateral<br />© Business Success Center, Austin, TX 2010<br />15<br />
    27. 27. Here’s to your success!<br />Business Success Center<br />Sales & Financial Management Services<br />March 8, 2011<br />Jan Triplett<br />triplett@runitright.com<br />Ownersview.com<br />Twitter@JanTriplett<br />Facebook@JanTriplett<br />© Business Success Center, Austin, TX 2010<br />

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